Presentation Basics

1. Presentation Basics Dr. Michael Meredith

2. When we present, what are we trying to accomplish? Close your eyes and visualize the best presentation / presenter you’ve ever seen. What did he / she do? Part 2: What constitutes a great pitch?

3. Today, we’re going to discuss presentation best practices

4. How can you improve and move into expert performance? Deliberate Practice • Identify a task with a well-defined goal • Be motivated to attend to the task and exert effort • Receive feedback • Take ample opportunities for repetition and gradual refinements in your performance Ericsson, K. A. (2008). Deliberate practice and acquisition of expert performance: A general overview. Academic Emergency Medicine, 15(11), p. 991.

5. Design Practice Delivery

6. Design Practice Delivery

7. The Rip Van Winkle Exercise "Rip Van Winkle" is a short story by the American author Washington Irving, first published in 1819. It follows a Dutch-American villager in colonial America named Rip Van Winkle who falls asleep and wakes up 20 years laterand doesn’t recognize his new environment. Design • Delivery • Practice

8. The “Rip Van Winkle” exercise • Pair up • One of you will be Rip Van Winkle - you just awoke from a long nap that began in 1819 • Your partner will explain a commonly used item from today’s world Typewriters 1930s Civil War 1861 1880s electricity widely in homes /wiki/File:Joseph_Jefferson_as_Ripvanwinkle_by_Napoleon_SArony_(1821-1896).jpg Title: Joseph Jefferson as Ripvanwinkle by Napoleon SArony (1821-1896)

9. What can we learn from this exercise? Design • Delivery • Practice

10. Influencers do the difficult work of making the complex simple In the end, people are persuaded not by what we say but what they understand. -- John C. Maxwell (2010) Everyone Communicates, Few Connect Key idea: If someone doesn’t understand, they’re not going to buy-in. Design • Delivery • Practice

11. You must consider your audience • What is important to my audience? • How can I earn respect so they accept my message? • What would be the most effective ways to make my point? Statistics? Stories? Expert opinions? Humor? Graphics? Demonstrations? Case histories? Analogies? • How can I help my audience understand and remember my main points? Design • Delivery • Practice 10

12. People pay attention to what is important to them (not to you) The opening to the presentation must tell the reader why your ideas are important: • What is this presentation about? (purpose) • Why is this presentation important? (importance) • What information will it provide? (preview) Early slides should be grabbing the audience and offering information to setup the rest of the presentation Design • Delivery • Practice

13. Have a message that is meaningful to your audience “The royal road to a man’s heart is to talk to him about the things he treasures most. - Dale Carnegie (How to Win Friends and Influence People) You must ask two questions: • What does this information mean to them? • Why should they care? Design • Delivery • Practice

14. Structure your message for maximum audience impact and include meaningful content Design • Delivery • Practice

15. Using the “APIPC” Points “PINS” structure offers utility Conclusion Introduction Body • PINS • Purpose (re-pitch) • Importance • Primary value • Next Steps • Tactics Preview • How to act now • (A)PIP(C) • (Attention) • Purpose-ask • Importance • “Value Prop” • Preview • Agenda • 3-4 key points • (Clarification) • Points • Possible Content Ideas • Gap illustration • Explanation of product, service, or idea • Value build on primary benefits (the solution) • Desire build other benefits and features • Execution • Other Considerations: • Proof: logic & emotion • Transitions Other Considerations: Credibility Build Other Considerations: End gracefully Design • Delivery • Practice

16. Using the “APIPC” Points “PINS” structure offers power & utility Conclusion Introduction Body • PINS • Purpose (re-pitch) • Importance • Primary value • Next Steps • Tactics Preview • How to act now • (A)PIP(C) • (Attention) • Purpose-ask • Importance • “Value Prop” • Preview • Agenda • 3-4 key points • (Clarification) • Points • Possible Content Ideas • Gap illustration • Explanation of product, service, or idea • Value build on primary benefits (the solution) • Desire build other benefits and features • Execution • Other Considerations: • Proof: logic & emotion • Transitions Other Considerations: Credibility Build Other Considerations: End gracefully Design • Delivery • Practice

17. Using “APIPC” for persuasive presentation introductions Think of “value pop” as drumming up excitement and “value prop” as articulating a clear sentence(s) of worth for the audience. Design • Delivery • Practice 11

18. 3 examples of attention getters (hooks) • Question – Do yearn for an honest, fulfilling relationship? (Careful make sure you know the answer to your question and how the audience will respond!) • Interesting fact –The Greenland Eskimos ate more fatthan anyone in the world. And yet …they had virtually no heart disease. • Anecdote – a short story / example related to the purpose of the presentation Design • Delivery • Practice 14

19. Tips for defining your value proposition • Brainstorm the benefits – What would the audience gain, or avoid losing, by accepting your proposition? • Prioritize the benefits based on audience interests – problems, concerns, values • Gather evidence showing high priority benefits are real – stats, stories, graphical representations • Play up what makes your proposal unique Design • Delivery • Practice

20. Utilizing the “PIPC” structure Figure 1:PIPC elements and examples I recommend you move your current 401K investment from an index fund into a mutual fund Purpose Mutual funds offer active management for your money, whereas index funds do not. Importance I want to explain why you want to sell your index funds and buy mutual funds, why I recommend purchasing American Funds, and explain how you can easily make this switch inside your 401K. Preview While we could ultimately select a different type of investment for part of your money, mutual funds provide you with an attractive investment that diversifies your portfolio. Clarification Design • Delivery • Practice

21. Using the “APIPC” Points “PINS” structure offers power & utility Conclusion Introduction Body • PINS • Purpose (re-pitch) • Importance • Primary value • Next Steps • Tactics Preview • How to act now • (A)PIP(C) • (Attention) • Purpose-ask • Importance • “Value Prop” • Preview • Agenda • 3-4 key points • (Clarification) • Points • Possible Content Ideas • Gap illustration • Explanation of product, service, or idea • Value build on primary benefits (the solution) • Desire build other benefits and features • Implementaion • Other Considerations: • Proof: logic & emotion • Transitions Other Considerations: Credibility Build Other Considerations: End gracefully Design • Delivery • Practice

22. Points: Organizing the body • Organization pattern fits topic / clear (ideal = 2 to 4 clearly defined points or principal ideas) • Audience-centered / high quality content • Develop each main point thoroughly - adequate, but not excessive, explanation & details • “So what?” test • Mix logical and emotional support • Explain, describe, and prove • Use effective transitions Design • Delivery • Practice 17

23. You must consider your audience when designing your presentation How can I help my audience understand and remember my main points? How much time do we have? How am I going to grab their attention? How can I facilitate sense-making? Design • Delivery • Practice 10

24. Nancy Duarte’s shape of a great presentation Design • Delivery • Practice

25. “Don’t miss” Gap Loss Loss Loss http://blogs.hbr.org/2012/10/structure-your-presentation-li/ Design • Delivery • Practice

26. This scheme is good but need to recognize the power of loss Often more likely to motivate others with threat of loss over the idea of gaining • Threat of losing something one already possesses • time • money • competitive advantage • profits • reputation • Failure to act (loss) is a powerful motivator Design • Delivery • Practice

27. Using the “APIPC” Points “PINS” structure offers power & utility Conclusion Introduction Body • PINS • Purpose (re-pitch) • Importance • Primary value • Next Steps • Tactics Preview • How to act now • (A)PIP(C) • (Attention) • Purpose-ask • Importance • “Value Prop” • Preview • Agenda • 3-4 key points • (Clarification) • Points • Possible Content Ideas • Gap illustration • Explanation of product, service, or idea • Value build on primary benefits (the solution) • Desire build other benefits and features • Execution • Other Considerations: • Proof: logic & emotion • Transitions Other Considerations: Credibility Build Other Considerations: End gracefully Design • Delivery • Practice

28. PINS are part of the 5 conclusion goals • Signal the conclusion (transition) – In conclusion, • Review /summarize purpose and main points • Leave audience with specific and memorable statement of importance – the valuable kernel(s) of information and benefit statement(s) • Motivate / invite audience to respond (action plan / next steps): We’ve talked about all the reasons why this software will help you save money. I’d like to schedule a demonstration next week. • Include a statement that allows you to leave the stage gracefully – I will accept questions from the audience at this time. Design • Delivery • Practice 18

29. People will forget what you said, people will forget what you did, but people will never forget how you made them feel. --Maya Angelou

30. Information is boring… … drama is exciting! Tom Peters—get good at your 60 second stories The story is more powerful than the brand; best story wins! tompeters.com - 1648 × 2464 - Search by imagePage by Tom Peters - Preview | Hi-Res Photo credit: Allison Shirreffs

31. Stories can… • Capture attention • Humanize • Facilitate understanding • Enable the listeners to remember the message longer • Travel farther • Fill an emotional need • Help people connect ideas with past experiences • Inspire action Sam Walton, the founder of Wal-Mart and Sams Club brands, was known as a great storyteller Design • Delivery • Practice

32. Delivering a good story involves… • Keeping it short • Using good structure • Building drama • Stimulating senses for a vicarious experience • Telling it with passion and conviction (truth) • Maintaining your decorum • Making the audience the focal point and/or hero Original image URL: http://www.flickr.com/photos/mharrsch/7331502782/ Title: Storyteller figure Jalisco Ameca style Ameca Valley Jalisco Mexico 100-800 CE Ceramic and pigment Design • Delivery • Practice

33. We add two “moves” in the business story Overarching business point A glimpse into your big takeaway About a specific person, place, and/or event; the true start The situation Faced with an obstacle / decision The challenge What happened as the result of the action taken by our hero(s)? The results Tie back to the significance of the story to the overarching business point: needs to be audience-centered The “so what”? Design • Delivery • Practice

34. Tom FolliardCarMac CEO Design • Delivery • Practice

35. Let’s breakdown the Tom Folliard story you just watched

36. The overarching business point If you ever have any plan you want to execute, you really have to communicate with your employees; you have to let them know what is going on. We have a number of ways we communicate with employees—we have town hall meetings. Design • Delivery • Practice

37. The situation We have town hall meetings that are unstructured. We don’t have you write in. We have town halls in all our stores. We get some of our best ideas there. Design • Delivery • Practice

38. The challenge Someone asked, “why don’t we siphon gas from wholesale cars?” (Has a moment of audience interaction—who siphoned gas when they were short of funds?) Design • Delivery • Practice

39. The results Last year, we sucked out 212,000 gallons. We put the gas back into our retail cars. Its been a half million dollars in savings. Design • Delivery • Practice

40. Tie back to the overarching point While the idea, that might seem a little silly, came directly from our town hall. Design • Delivery • Practice

41. Consider using an interesting phrase to kick start your story From Jack Harris and B. Kim Barnes in Leadership Storytelling: • Let me tell you about a time I made a mistake. • I am going to tell you a story about something I learned. • I wish someone had told me the following story 10 years ago. Design • Delivery • Practice

42. Important keys to designing an effective persuasive message • Resonance causes change • Get to know the audience • Create structure and meaningful content • Incorporating story has an exponential effect on the outcome • Design compelling visual aids Source: Duarte (2010) Resonate Design • Delivery • Practice

43. Design Practice Design • Delivery • Practice Delivery

44. Likability and confidence: two developmental keys for your style Conversational approach: People want to work with people they like Executive presence: People want to work with people they can depend on Design • Delivery • Practice Image: http://www.huffingtonpost.com/2011/05/25/10-companies-with-best-reputation_n_866367.html#s282759&title=4_Berkshire_Hathaway

45. Deliver information conversationally and with executive presence Executive Presence Qualities • Vocal quality • Face expressiveness • Eye contact • Movement • Posture and gestures Original image URL: http://www.flickr.com/photos/gsfc/2552079441/ Title: WaleedAbdalati's Arctic Sea Ice Presentation Design • Delivery • Practice

46. Make a presentation your own Great presentations revolve around a central theme and make people want to listen Make each talk your own by weaving in your voice, examples, and insights Have fun?! Design • Delivery • Practice

47. Non-verbals create the “second conversation” Must be an authentic speaker. People favor a conversational approach. • Avoid rehearsed gestures. Instead intend to: • Be openwith your audience • Connect with your audience • Be passionateabout your topic http://hbr.org/web/special-collections/insight/communication/how-to-become-an-authentic-speaker Design • Delivery • Practice

48. Keeping your audience’s attention by involving their senses Understand our ability to see and hear you should work to your advantage in a presentation—plan to capitalize. Although what you say (content) is (theoretically) most important, delivery impacts your effectiveness • Eyes • Face • Gestures • Feet • Voice Design • Delivery • Practice 3

49. Create a positive perception with nonverbal behaviors NonverbalBehaviorPerception Eyes Connect Sincere Face Expressive Enthusiasm Head Nods Agreement Hands & Arms Reach Out Handshake Stance Balanced Poised Volume Projected Conviction Inflection Varied Punctuation Tempo Phrases Well-paced Design • Delivery • Practice 6

50. Negative perceptions associated with nonverbal behaviors NonverbalBehaviorPerception Eyes Rapid Movement Sneaky Face Motionless Fearful Head Sweeping Nervous Hands & Arms Body Wrap Defensive Stance Rigid Protective Volume Low Uncertain Inflection Narrow Monotonous Tempo Rapid Rushed Design • Delivery • Practice 7